The thesis aims to describe the current sales climate in the context of complex sales in business-to-business. The purpose is to increase the clients knowledge of sales and test the clients hypothesis that the sales climate is changing from Solution Selling to Insight Selling, further the thesis aims to contribute to the scientific debate of sales. Solution Selling is characterized, as the name suggest, by selling of solution to the customers needs. With Insight Selling the seller has a provocative approach towards the customer and the seller is searching for customers in the need of change. This is a qualitative study conducted with eight interviews and one focus group.

The modern beauty market is concentrated with intense competition where cosmetic brands fight to stay on top. A popular method in order to gain sales and increase margins is to influence existing customers to buy more with the use of suggestive selling. The purpose of this paper, was to further examine the different effects of suggestive selling with the use of complementary versus non- complementary goods in the form of customer satisfaction, customer view of the service encounter, as well as success in sales. In addition, the influence of the customer's purchase amount on the tendency to buy an extra product in a suggestive selling situation was examined. The study was conducted through the use of a field experiment with the support of surveys in 'The Body Shop'.

I denna uppsats har en studie genomförts med målet att ur ett företagsekonomiskt perspektiv beskriva och sedan analysera hur mindre optikerföretag styrs mot value added selling filosofin. Studien har genomförts med en abduktiv ansats och med en kvalitativ metod. Empiriskt material har samlats in via semi-strukturerade intervjuer med Hagelin & Co, Björkegrens Optik AB, Optiker Tottie och Specsavers.Vi författare har kommit fram till att value added selling filosofin finns mer eller mindre implementerat de flesta mindre företag i någon form av norm eller företagskultur. Det är också företagskulturen vi författare identifierar som det viktigaste styrmedlet för value-added selling.  I optikerbranschen som vi studerat är detta speciellt intressant av den anledningen att respondenterna visat flera tecken på hur value added selling filosofin fungerar, vilket vi författare anser gör studien relevant för mindre företag i allmänhet som verkar på en konkurrensintensiv marknad..

Background: The result of our interactive information society is that sales business has shifted from a tactical to a strategical focus, thus companies have had to adapt to this change. The evolution of sales shows that companies have gone from one static model to another, which is discarded by the new concept ?insight selling? claiming that it through insights is possible to be forceful in the, these days, rough sales climate.Purpose: The purpose of the report is to form an understanding of how insight sales affect a sales process.Research question: How does insight selling affect the B2B sales process?Methodology: Process mapping through interviews in combination with organizational documents.Findings: Insight selling affects the sales process by a clearer research mindset and a change in communication in relation to the customer..

SummaryA complete graphic profile program along with marketing material has been produced for seven photographers.The material has been produced in consideration to sell their pictures outside of Scandinaviaand Brazil as first priority. The criterion for the profile is to give a message of quality and ofScandinavia. Through research and interviews facts about typical scandinavian design have beenfound. Since the pictures will be exported abroad, a selling packaging solution has been developed. Theparts that are included in the marketing material are: a brochure, display solution, a website and printingexamples.

The purpose of this thesis was to examine how the build-up of customer relations can be characterized at the end of the industrial selling process and how companies engage their cross-functional selling teams into this relationship building effort. Through a case study of Omega, a multinational company engaged in the selling of products of an industrial character, it was revealed that the build-up and maintaining of the customer relationship is of acute importance, as it presents the company with a window of opportunities. Through its relationship with the customer the company can be able to sell other products, which are related to the original purchase made by the customer. For the company?s competitors the established relationship might also serve as a barrier when attempting to enter the market or increase market share.

Cross-selling är en strategi som de senaste åren har fått stort fokus inom finansbranschen. Strategin går ut på att öka försäljning till existerande kunder genom att introducera dem till produkter eller tjänster som andra avdelningar inom företaget erbjuder, oavsett den egna specialistrollen. Nyttan med cross-selling är obestridd, men i praktiken har det visat sig svårt att tillämpa cross-selling. De hinder som föreligger kan i förlängningen härledas till ett problem att få de anställda motiverade att verkställa strategin. Motivationen hos de anställda kan påverkas genom styrning från företagsledningen.

We got in contact with Marco AB, who we?ve had contact with before concerning earlier projects, to find out if they were interested in arranging a larger project for our last class (Examensarbete 15hp). They were very positive to this proposition, and soon they offered us a project regarding reconstruction of their current mechanical device that absorbs all the force from the lift itself when it is at a predefined level (sv. sjunkspärr). The current solution does fulfill the requirements that are given, however it is not a solution that gives a high level of satisfactory.

We got in contact with Marco AB, who we?ve had contact with before concerning earlier projects, to find out if they were interested in arranging a larger project for our last class (Examensarbete 15hp). They were very positive to this proposition, and soon they offered us a project regarding reconstruction of their current mechanical device that absorbs all the force from the lift itself when it is at a predefined level (sv. sjunkspärr). The current solution does fulfill the requirements that are given, however it is not a solution that gives a high level of satisfactory.

We got in contact with Marco AB, who we?ve had contact with before concerning earlier projects, to find out if they were interested in arranging a larger project for our last class (Examensarbete 15hp). They were very positive to this proposition, and soon they offered us a project regarding reconstruction of their current mechanical device that absorbs all the force from the lift itself when it is at a predefined level (sv. sjunkspärr). The current solution does fulfill the requirements that are given, however it is not a solution that gives a high level of satisfactory.

We got in contact with Marco AB, who we?ve had contact with before concerning earlier projects, to find out if they were interested in arranging a larger project for our last class (Examensarbete 15hp). They were very positive to this proposition, and soon they offered us a project regarding reconstruction of their current mechanical device that absorbs all the force from the lift itself when it is at a predefined level (sv. sjunkspärr). The current solution does fulfill the requirements that are given, however it is not a solution that gives a high level of satisfactory.

This project is made to see at which time at the year it?s best to sell an apartment inside the tolls in Stockholm city. The two types of apartments that are compared are one room and four rooms.The comparison is made at the request of Valuegard since they were interested in the result and it?s considered as a interesting comparison.This comparison can be extended to other amounts of rooms in an apartment. But in this project, only two types will be represented.The result can be used both for those who wants to sell and buy an apartment.

HMS Industrial Networks AB is in need of changing a communications solution that iscurrently based on an ASIC. This will be achieved by moving the communications solution toa FPGA with the help of the programming language VHDL. By doing this, it is possible toreduce the need for specific circuits, get a more flexible platform and thus get a cheapersolution.This report describes a solution for how to move a network protocol from an ASIC to anFPGA. The report shows that the network slave device is working under the guidelines forthis project. This means that it is quite realistic to implement a fieldbus protocol on an FPGA,using VHDL and to maintain the same functionality as the earlier communications solution..

This diploma work has been based on finding a solution to Hälsoteknikcentrum i Halland. The task was to design the wheels of a wheelchair gear, so they can put on and remove with a locking feature.I have sketched out the solution and drawn up in Catia v5, which will be handed over to health technology centers for accounting.  .

AimThe purpose of this study is to analyze factors that affect the price on tenant-owner apartments in the central parts of Uppsala. Special attention is put on analyzing how the monthly fee and the location affect the price. The hypotheses are that the monthly fee and the distance to the central part of the city have a negative effect on the price. A number of additional price affecting factors was taken in consideration during this study.MethodThis study is mainly based on data supplied to us by Mäklarstatistik. The supplied data consists of information about tenant-owner apartment sales in Uppsala during a year under 2008 and 2009.